please-stop-insisting-we-have-a-problem 
Partners in Excellence
MAY 13, 2016
We are anxious to learn, we are always interested in opportunities to grow our business. Recently, I’ve a number of sales people have been prospecting, insisting that we have problems. The problems are all over the place. Naturally, I’m always curious about how we could do better.
Gong.io
MAY 4, 2021
We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. In this post, we’ll break down WHY this senior leader stopped me mid-call, so you can prevent it from happening to you. . But first, I’ll explain how we got this insight. . Follow me to read upcoming research. I froze. .
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Partners in Excellence
MAY 25, 2022
We struggle to provoke interest, to engage a prospect, to get people to respond to our outreach. We are “happy,” with response rates in fractions of percentage, we know we can generate volume just by doing more. But what astounds me is how poorly we manage those leads we get.
Search Engine Land
APRIL 7, 2023
Nowadays, we expect Google to understand what we are searching for instead of just matching keywords to content. Spamming AI is inefficient – finally, SEO can grow up Spammers have been trying to game Google, despite the many complicated elements needed to rank in search. Remember RankBrain ? Isn’t it great?
Partners in Excellence
JANUARY 31, 2017
The only reason sales people exist is to help customers solve their problems, grow, and improve. The corollary is, if the customer doesn’t have the problems you can solve, they don’t need you! Prospecting efforts are best focused on finding these customers with problems. Can we improve?
Hubspot
AUGUST 8, 2018
While manipulative behavior might seem like just “petty office drama,” it isn’t, and it can have negative and far-reaching consequences on your team’s culture and productivity. Here are a few classic signs of manipulation: They try to maintain control by having conversations on their terms -- in their office, or on their time.
Partners in Excellence
JULY 6, 2017
The following question was posed, “When cold calling, to you lead with the Problem?” ” There were all sorts of responses–naturally, some say “lead with insights,” others lead with the problem. In researching them, I discovered they weren’t achieving their account growth goals (the Problem).
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